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The questions you're asking now probably aren't the right questions. If you or your prospects feel uncomfortable when you ask questions, you're asking the wrong question? It's easy to tell when you're asking the wrong questions because the prospect sends clear signals that they aren't comfortable answering your question. But when you ask a good question the prospect acts interested and will often comment, "that's a good question". There is a noticeable difference because the prospect will engage. You can see them thinking about the question and when they respond their answer is well thought out. This gets them to loosen up and start talking. You know you have a good question when the prospect is interested and engaged. If you want to repeat and reproduce this experience you need to understand why your question was a good question. A good question: demonstrates your understand the prospect and their wants, it triggers a reaction because it hits a nerve with something they really want and are frustrated about because they aren't sure how to get it, it helps them to envision a future they want, it helps them to clarify what's getting in their way, it helps them to explore how not having whatever it is they want is impacting their life, and it helps them to articulate the real value of what they want. You can't do all that with one question. Yet one good question can get the prospect to open up. As they relax and engage in your conversation you're able to ask a a cascade of questions that helps you to know the information you need to know to make a sale. Your questions have to make logical sense and flow with the conversation and what the prospect has just said. Your competition is asking questions that are part of a canned presentation, that feel awkward, and put the prospect on the defensive. The fact that you know how to ask great questions that help your prospect to feel very comfortable with you sets you apart from the rest. Sales coaching can help you to learn how to hold great conversations that turn into sales naturally. Part of the power of the right questions is in how well you listen to what the prospect says. Nothing angers a prospect more or causes them to reject you quicker than when you ask a question that doesn't have relevance to what they've just said. When you do that the prospect feels disrespected, and they feel like they're being sold. As a rule, people hate to be sold. Even when the item being sold is something you really want you naturally have a very negative reaction when you think you're being sold. People love to buy to satisfy their wants. When you gain the trust of your prospects they will buy from you and they will buy with enthusiasm and conviction. The easiest way to garner trust is to ask great questions and listen. In reality it just doesn't get any easier than this. Yet most sales people completely blow it because they think they have to use and follow a presentation that disrespects the prospect and their interests, and they talk way too much.
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About the author: Cheryl Clausen can help you get unstuck. Improve your Sales Techniques get her free analysis. Jump start your sales today through Sales Coaching, check this out.
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